Study Guide

Objective

Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business

Materials

Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition

W. Chan Kim and Renee Mauborgne: Blue Ocean Strategy, Expanded Edition : How to Create Uncontested Market Space and Make the Competition Irrelevant.

Other course materials, teacher provides information in the beginning of course.

Materials provided by teacher.

Teaching methods

Active participation to contact lessons
Active participation to group work
Team working skills
Presentations
Analysis and writing a report
Individual assignments
Learning diary

Exam schedules

No exam

International connections

Learning in teams in interaction with others
Individual studying and information search
Self and peer evaluation

N.B. Attendance to onsite teaching is mandatory.

Completion alternatives

N/A

Student workload

- Contact lessons
- Learning circles & teamwork meetings
- Pre-assignment
- Group work
- Individual work

Altogether 135 hours of student work.

Note course rules about using AI!
The course includes tasks where AI can be used, for example brainstorming new ideas or finding information.
It is not allowed to copy-paste AI generated text, you must write the content in your own words. Always indicate the use of AI in the references.
Misuse of AI can lead to fraud proceedings.
Tasks where AI may not be used will be indicated separately in tasks instructions.

Content scheduling

The course begins with a pre-assignment, which has to be returned to Itslearning by 6th September. Teachers will send by e-mail detailed information about the pre-assignment.

Onsite teaching begins on 19th September.

The course consists of:
- onsite teaching
- group work
- individual work.

Further information

Contact the teachers by email (sanna.merisalo@turkuamk.fi) & & Maria Välivirta Havia (maria.valivirtahavia@turkuamk.fi)

Evaluation scale

H-5

Assessment methods and criteria

Assessment is based on:

- Group assignment 50%
- Learning diary 25%
- Individual assignment 25%

All course assignments have to be completed by the end of the course in order to pass the course

N.B. Active/passive participation during classes can influence the course grade

The assessment criteria for each assignment can be found in Itslearning together with the assignment's instructions.

Assessment criteria, fail (0)

Student has not returned all the required assignments.
Student has used AI against the instructions given by teachers, or s/he has not mentioned the use of AI in the references.
The returned assignments are incomplete, and do not meet the minimum requirements.
Argumentation is superficial and it is not based on sources.
The used language, structure, style and content of the assignments and group work is weak.
The student has not attended the required number of meetings.

Assessment criteria, satisfactory (1-2)

The assignments and group work present results, but there is a lack of knowledge and factual base. The outputs are superficial, and the argumentation is weak.
Used language, structure, style and content of the assignments and group work are moderate.
Student has used only a few sources.
Student has been present in the onsite teaching and meetings but has not participated actively.

Assessment criteria, good (3-4)

The student has a good understanding of the topics taught on the course, and this is shown in the assignments and group work. Argumentation is good and it is based on several sources. The used language, structure and style of the outputs is good, and the used sources are marked correctly. The outputs contain also student’s own views and conclusions.

Student has been present in the onsite teaching and meetings, and s/he has participated actively.

Assessment criteria, excellent (5)

The student has a profound understanding of the topics taught on the course, which is shown in the assignments and group work. Argumentation is very good and it is based on several sources. The presented reflections and student’s own views and conclusions are rich, comprehensive and consistent. The used language, structure and style of the outputs is excellent, and the used sources are marked correctly.
The student has been present in the onsite teaching and meetings, and s/he has participated actively presenting her/his own ideas

Objective

Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business

Materials

Philip T. Kotler & Gary Armstrong: Principles of Marketing. 17th Global Edition

W. Chan Kim and Renee Mauborgne: Blue Ocean Strategy, Expanded Edition : How to Create Uncontested Market Space and Make the Competition Irrelevant.

Other course materials, teacher provides information in the beginning of course.

Materials provided by teacher.

Teaching methods

Active participation to contact lessons
Active participation to group work
Team working skills
Presentations
Analysis and writing a report
Individual assignments
Learning diary

Exam schedules

No exam

International connections

Learning in teams in interaction with others
Individual studying and information search
Self and peer evaluation

N.B. Attendance to onsite teaching is mandatory.

Completion alternatives

N/A

Student workload

- Contact lessons
- Learning circles & teamwork meetings
- Pre-assignment
- Group work
- Individual work

Altogether 135 hours of student work.

Content scheduling

The course begins with a pre-assignment, which has to be returned to Itslearning by 5th February. Teachers will send by e-mail detailed information about the pre-assignment in the beginning of January.

Onsite teaching begins on 6th February.

The course consists of:
- onsite teaching
- group work
- individual work.

Further information

Contact the teachers by email (sanna.merisalo@turkuamk.fi) & & Maria Välivirta Havia (maria.valivirtahavia@turkuamk.fi)

Evaluation scale

H-5

Assessment methods and criteria

Assessment is based on:

- Group assignment 50%
- Learning diary 25%
- Individual assignment 25%

All course assignments have to be completed by the end of the course in order to pass the course

N.B. Active/passive participation during classes can influence the course grade

The assessment criteria for each assignment can be found in Itslearning together with the assignment's instructions.

Assessment criteria, fail (0)

Student has not returned all the required assignments.
The returned assignments are incomplete, and do not meet the minimum requirements.
Argumentation is superficial and it is not based on sources.
The used language, structure, style and content of the assignments and group work is weak.
The student has not attended the required number of meetings.

Assessment criteria, satisfactory (1-2)

The assignments and group work present results, but there is a lack of knowledge and factual base. The outputs are superficial, and the argumentation is weak.
Used language, structure, style and content of the assignments and group work are moderate.
Student has used only a few sources.
Student has been present in the onsite teaching and meetings but has not participated actively.

Assessment criteria, good (3-4)

The student has a good understanding of the topics taught on the course, and this is shown in the assignments and group work. Argumentation is good and it is based on several sources. The used language, structure and style of the outputs is good, and the used sources are marked correctly. The outputs contain also student’s own views and conclusions.

Student has been present in the onsite teaching and meetings, and s/he has participated actively.

Assessment criteria, excellent (5)

The student has a profound understanding of the topics taught on the course, which is shown in the assignments and group work. Argumentation is very good and it is based on several sources. The presented reflections and student’s own views and conclusions are rich, comprehensive and consistent. The used language, structure and style of the outputs is excellent, and the used sources are marked correctly.
The student has been present in the onsite teaching and meetings, and s/he has participated actively presenting her/his own ideas

Objective

Student is able to
- use basic terminology related to sales and marketing
- define the factors behind the customer´s buying behavior and offer additional value to the customer
- describe the phases of the sales process and use customer-oriented practices
- understand role of sales and marketing for the business

Materials

In ItsLearning

Teaching methods

Contact learning, reading and writing short essays

Exam schedules

No exam

Student workload

Course 5 cr = 134 hr

- Contact learning 9 x 2 hr = 18 hr
- Reading and individual work (writing) 116 hr

Content scheduling

Preliminary schedule, subject to changes
This course is intended to the students of the AVORAK23-group. Others are allowed to participate, if there are free places on the course after the AVORAK23 -students have been enrolled (maximum amount of students is 20). The additional students are accepted in the order of their enrollment.

5.9.23 Customers
12.9.23 Marketing environment. Environment levels.
19.9.23 PESTLE analysis
3.10.23 4P & Marketing mix. Product and product development
24.10.23 Place: Diversified, centralized, intense, selective or exclusive distribution channel, vertical and horizontal integration, assortment and selection,
7.11.23 Pricing
21.11.23 Promotion: Sales promotion and Public relations
28.11.23 Advertising
5.12.23 Sales
12.12.2023 End of course

Further information

ItsLearning

Evaluation scale

H-5

Assessment methods and criteria

This is preliminary - the structure of the course will be determined only on autumn, when the participants have been confirmed, and thus also this may change!

The grade will be given based on four (4) short essays.

Each essay will be evaluated 0, 1-5. All essays must be accepted in order to pass the course.
The final grade will be the average of the essay grades plus/minus the following:

Student, who has participated all lectures, gets +1 in final evaluation
Student, who has 2 or 3 missed lectures, gets -1 in final evaluation
4 or more missed lectures= failed course

Assessment criteria, fail (0)

The student has demonstrated very limited knowledge and understanding of the main areas of the course. The student shows difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates very little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas in writing to the reader. Several parts of the text are unclear.

Assessment criteria, satisfactory (1-2)

The student has demonstrated limited knowledge and understanding of the main areas of the course. The student shows some difficulties in applying his/her knowledge and understanding of the course content. The student demonstrates little ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student has difficulties in communicating his/her ideas in writing to the reader. Some parts of the text are unclear.

Assessment criteria, good (3-4)

The student has demonstrated good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate his/her ideas in writing to the reader. Important parts of the text are clear and well written.

Assessment criteria, excellent (5)

The student has demonstrated very good knowledge and understanding of the main areas of the course. The student shows s/he can apply his/her knowledge and understanding of the course content. The student demonstrates very good ability to gather and interpret relevant data to inform judgments that include reflection about what is asked for the assignments. The student is able to communicate clearly his/her ideas in writing to the reader in a professional way. Most of the text is clear and well written.